Jakarta Business Plans

Archive for November, 2009

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I can’t imagine a company today that doesn’t use wireless telecommunications to some extent. It could be anywhere from a handful of employees with cell phones, to worldwide extensive network of people using a myriad of wireless devices. It doesn’t matter what size company you are, telecom is one of the greatest expenses incurred by most businesses.

The Poor Economy

Business in general is suffering from the economic downturn. Margins are tighter than ever. Every dollar counts nowadays. Wireless Expense Management can help loosen the grip that the economy has on your company and free up needed funds that you can use to do what you do best…conduct business.

A Few Random Thoughts

The Aberdeen Group discovered that 7% to 12% of all invoices contain errors in billing, and that 85% of those invoices were paid without any scrutiny.

Uncontrolled access to new devices by employees results in your company paying for lost or damaged devices after the user wanders in to the vendor and orders a new one.

Lack of an up-to-date device inventory of wireless devices and services cause many problems.

The Solution

Telecom Expense Management, or TEM, looks at your entire telecom expense expenditure and massages it into a controllable aspect of your business. It can save a lot of money, too.

One of the easiest but virtually ignored ways to increase the average value of a sale is through cross selling. Cross selling means selling a related product to compliment the original purchase. It’s been around since the time of the Pharaohs but is rarely used consistently in most industries.

2 Reasons Why Tele-Sales Reps Don’t Cross Sell

Tele-sales reps don’t cross sell on a regular basis for two reasons. First, they don’t understand the potential and the value. The cross sell has huge potential because when a client agrees to buy the big decision to ’spend’ has been made. This means the wallet is open and buying additional product is not as difficult because ‘purchase resistance’ has been minimized.

In terms of value, studies reveal that about 20% of orders can be cross sold on a regular basis. While numbers vary by industry, on average a successful cross sell is about 25% of the value of the original sale. Not bad, eh?

The second reason why tele-sales reps don’t cross sell is because they reps don’t know how to do it very well. Consequently, the stumble and bumble with their cross sell and they get rejected. Eventually, they stop using the tactic completely.

A 4 Step Process

Effective cross selling has four simple steps. The first step to ensure that you actually have the initial sale by making certain your client has agreed to the purchase of your product or service. In other words, make sure you get the ‘bird in the hand’ before you jump to other offers.

Second, and this is important when selling by ph

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